Reading Time: 12 Minutes
In the first of our series on body language we covered handshakes and determined, that based on a stack of research (see: Silent Messages), that people based someone's credibility on factors other than the words that were said. A good handshake is critical to communicating confidence, strength, trust, and friendship.
Mastering your body language and non-verbals is a discipline you MUST pay attention to and that you MUST work on to improve your negotiations. This post is the second of 7 that will focus on the key body language skills you need to excel at negotiations. In this post, we uncover the value of posture and seating.
This series will cover:
Reading Time: 5 Minutes
So you want to become a franchise kingpin!?! Well, there's only a handful of people in the world that can really coach you how to do that. Fortunately, one of them is my friend and cousin, Dominic Rubino (Dom). A little while back I had Dom (who runs zorbusiness.com) on the negotiations.ninja podcast and we chatted about what it takes to negotiate like a franchise veteran. The episode was amazing and there were a few gems of information that I drew out of it that are really valuable.
Reading Time: 8 Minutes
In 1971, a book called Silent Messages was published. In this book the author, Albert Mehrabian, concluded that people based a salesperson's credibility on factors other than the words the salesperson said. The argument that was made was that 55% of a salesperson's body language and 38% of the tone of the salesperson's voice determined whether the salesperson was credible. Only 7% was assigned to actual words that were said. Think about that. The argument is that 93% of your communication is non-verbal. As a professional procurement person, I'm not sure I agree it's that high, but in my experience, it's definitely greater than 50%!
So what does this mean for you as a negotiation professional? It means that mastering your body language and non-verbals is a discipline that cannot be understated. In my experience there are 7 body language (which according to our friend Albert, represents 55% of communication) skills that you MUST pay attention to and that you MUST work on to improve your negotiations. This post is the first of 7 that will focus on the key body language skills you need to excel at negotiations.
This series will cover:
Reading Time: 7 Minutes
Saying thank-you matters. It really matters. Not only does it show that you' re grateful, but it helps us enjoy our experiences, reduce anxiety, and it makes relationships stronger. In negotiation, saying thank-you can be really powerful. Some negotiation experts suggest that expressing gratitude in a negotiation invites exploitation. I do not agree.
Reading Time: 6 Minutes
Compromise sucks. By definition, compromise means that both parties are losing on something in the deal.
"But I compromise with my significant other all the time!", you may say out loud.
Uh huh, and how does that make you feel? Did you get what you wanted? Did your significant other? Many people think that negotiation and compromise are the same thing. They're not. Compromise is popular because it seems fair. And if you mean fair in that both parties lose, then I would agree. How many times have you heard, "Let's split the difference" or "Let's meet half way". How many times have you said these things?
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